In terms of return for time spent, pricing has the best Return on Investment of any activity. In general when it comes to pricing, startups tend to put their
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How To Fight Above Your Weight Class (Part Two)
Posted by iannarino under SalesFrom http://thesalesblog.com 5128 days ago
Fighting above your weight class means believing you can win, taking action, and competing on what matters: ideas, people, and delivering results.
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Pssst…..Isn’t It All Really About Self Interest?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5128 days ago
We seemed embarrassed to admit it, or we are trained not to say this, but selling isn't selling really about Self Interest?
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Making the Most of Your Customers
Posted by ivanpw under SalesFrom http://www.noobpreneur.com 5129 days ago
Maximizing customers means making the most of those who walk into the shop or use your sit, by ensuring that they get what they want and can be persuaded to buy more.
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7 Questions You Must Be Able To Answer To Win The Deal!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5129 days ago
I’m constantly about how few sales people really understand what their customers are buying. They know what they are selling, but they can’t explain what they are selling it for—that is why the customer is considering buying the solution and the value it creates for them.
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For Sales Success – Everything Passes Through Finance!
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5130 days ago
In Tom Peters’ The Little BIG Things, on Item #46, he makes the point that “Everything Passes Through Finance.” It’s such a important, yet too often ignored critical success factor for sales people. In virtually every situation, Finance is always somehow involved in the sale. Sometimes, it’s ju
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Are You Selling Within Your Own Company?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5131 days ago
I’m constantly surprised by how poorly many sales people communicate within their own organizations. Sales people complain, “I’m not getting the information I need to finalize my proposal to the customer,” “My customer isn’t getting the service levels I committed,” “I’m not getting the support I
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Is Your Small Business Selling The Problem?
Posted by ShawnHessinger under SalesFrom http://sethgodin.typepad.com 5131 days ago
It probably should go without saying that in order to sell a company, customer or client a solution, there has to be a problem that needs to be resolved. So what about your small business? Are you selling a solution where there is no problem. If you got your foot in the door on personality and char
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What Happened To The Conversation?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5132 days ago
This morning, I was out for my morning run around the lake. Up ahead, I saw a guy approaching, wearing headphones, smiling, head bouncing with the music. Looked like he was having a great run. Everyone he passed, he shouted, “Hi!”
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May I Speak To Ms. Company Inc?
Posted by dabrock under SalesFrom http://partnersinexcellenceblog.com 5133 days ago
I got a really interesting email today–actually, I get these emails periodically from various organizations. Today’s was from a very large company that we’ve done business with before (we are a customer of the company). The email was very personal, it started: Dear Dave……….
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